Sales & Leadership

Training

‘World-class development by world-class professionals’

Only sales training programs that are tailored to your business, your people and your customers will deliver the lasting & measurable change you are searching for. All Longley sales training programs are designed using world-class behaviours, methodologies and tools that are proven to make an impact in the real world, not just in the classroom.

We strongly believe that people learn from doing, not from being ‘lectured’.

Our development and sales training programs are engaging, highly interactive and above all, fun. We challenge old behaviours and beliefs. We introduce best practice in a safe environment that encourages participants to try something new and receive immediate coaching and feedback. Finally, we make sure that the learning stays alive outside the classroom using a variety of virtual tools, project work and assignments.

We divide our focus and capability into two highly complimentary developmental areas: Sales Team Development and Sales Leadership Coaching.

Sales Team Development

FUNDAMENTAL SALES SKILLS

THE PURPOSE OF THE MODULE:

Helping sales professionals to make the right call at the right time to hit and exceed their targets.

EXPECTED OUTCOMES:

At the end of this module participants will be able to target, approach and convert new business opportunity whilst building the foundations of long-term, profitable relationships.

COURSE CONTENT:

Targeting and opening doors to new business opportunity.

The psychology of the customer and why people ‘buy’.

Preparation and planning essentials.

Powerful meetings that move relationships and opportunities forward.

Building and presenting a ‘business case’ for your products / services.

Gaining commitment to move forward.

NEGOTIATION SKILLS

THE PURPOSE OF THE MODULE:

The module provides a robust and repeatable negotiation framework that is proven to deliver win-win outcomes. Too often people believe that the primary negotiating topic is price and price alone. This belief can lead to unsatisfactory conclusions where price and/or margin is sacrificed. Skilful negotiation is rather a process of addition instead of subtraction.

EXPECTED OUTCOMES:

On completion of this program the participants will understand the key components of successful negotiation and be able to implement a robust and structured approach to the closing stages of any opportunity.

COURSE CONTENT:

The definition of an effective negotiator.

Why negotiations go wrong and what can be done to prevent it from happening.

The skills and tactics employed by trained negotiators.

The successful negotiator checklist.

Uncovering who has the power and how to move the negotiation forward.

Generating options and introducing them into a negotiation to move towards a wise agreement.

PRESENTATION SKILLS

THE PURPOSE OF THE MODULE:

Equipping participants with the confidence, skill and behaviour to deliver a compelling presentation that leaves any audience wanting to say “yes”.

EXPECTED OUTCOMES:

On completion of this module participants will be able to: craft, design and deliver a message that describes their services and / or products in a way that is compelling to the customer or audience.

COURSE CONTENT:

The psychology of the audience, what are they listening out for and why?

Participants will understand why customer behave the way that they do, what is really important to them and why. They will also leave with a clear understanding of how to position their products and services in such a way as to become an integral part of their customer’s strategy.

COURSE CONTENT:

Stakeholder mapping & engagement: Who has a stake in the relationship, what is important to them and why?

Traditional Account Management vs. VIP Account Management.

Understanding the customer’s strategic view of the future at all levels within the organisation.

Pinpointing your influence in your customers view of the future.

Generating innovative ideas and options that will lead to new business opportunity.

Presenting innovation and ideas in the most compelling way to gain commitment to the next steps.

CUSTOMER CENTRICITY

Supporting your organisation in transforming the relationship with your customers to the level of Trusted Advisor / Business Partner Status.

EXPECTED OUTCOMES:

Participants will benefit from the essential skills and behaviours that are proven to build long-term, sustainable trust and rapport in all customer-facing scenarios.

COURSE CONTENT:

The role that ‘change’ plays in customer relationship and how to get it to work for you.

The essential ingredients for trust and how to proactively build it into your relationships.

Powerful customer interactions: Preparation, planning and execution to achieve the desired next steps.

Exploring the world and mindset of your customer stakeholders.

Innovation: What is innovation and how to use it to strengthen the relationship.

Measuring the relationship and planning the next steps to Trusted Advisor / Business Partner.

Management & Leadership Coaching

TRANSFORMATIONAL

SALES MANAGEMENT & LEADERSHIP

THE PURPOSE OF THE PROGRAMME:

To support sales leaders and managers in implementing a comprehensive, results-driven sales culture and strategy that will deliver swift, measurable and above all sustainable results.

EXPECTED OUTCOMES:

By the end of the module participants will understand the most common mistakes made in Sales Leadership and how to avoid them. In addition, they will develop a simple but highly effective plan for their people that will deliver results in the short, medium and long term.

COURSE CONTENT:

Understanding the difference between leadership and management.

How to coach ‘change’ into your team so that it sticks.

The qualities of high-performing leaders and high-performing teams.

‘Leading from the Front’ formula:

The ‘Golden Thread’ – Building and communicating a compelling vision for your company / team.

Roadmap – Articulating how you will achieve the vision.

Action Plan & Priorities – What will be focused on and in what order to guarantee success.

Expectations – The three pillars of high performance sales coaching.

DESIGNING A RESULTS-DRIVEN

SALES PROCESS

THE PURPOSE OF THE WORKSHOP:

Working with Leadership and Management Teams to design and implement a customer-centric, structured sales process that supports the organisations strategic objectives.

EXPECTED OUTCOMES:

Once completed, this workshop and the finalised Sales Process will provide Leaders, Managers and sales professionals with a clear and objective framework by which to measure their activity and progress on an opportunity by opportunity basis.

WORKSHOP CONTENT:

Breaking down the anatomy of a sales opportunity.

Identifying the key skills, behaviours and knowledge required to achieve a successful outcome.